Sales Manager
Resume:
Mr. Roger L Ballenger
Houston, TX 77084
E-mail: **************@*****.***
Home Phone: 281-***-****
Key Account Manager
PROFILE: A successful and innovative sales and marketing professional who achieves results
through effective negotiation and spearheading sales initiatives. He carefully researches the
market, prepares exceptional presentations and finds the source of problems to bring the
customer to a decision to purchase.
HIGHLIGHTS OF QUALIFICATIONS
Territory Management
Business Development
National Accounts Management
Marketing Management
Consultant
Salesforce.com
Process Improvement
Business Forecasting
Financial Analysis
Lotus Notes
Strategic Planning
Project Management
Budget Planning
Microsoft Office Suite
SIGNIFICANT PROFESSIONAL SUCCESSES
Accelerated sales by moving floundering product line into a new distribution channel.
Conceptualized improved sales and marketing plan and customized it to fit into the business
model of the new distribution channel. Set up sampling program, training seminars, and in-field
calls with distribution sales force to initiate and sustain their transition.
IMPACT: Overall project generated over $100,000 in incremental growth for one product
line.
Spearheaded a campaign to increase sales by creating a win-win partnership with our best
distributor, while reducing the three current distributors down to one. By partnering with the
leading distributor, overcome the loss of sales at the other two companies and developed a
mutually beneficial marketing campaign that grew sales to new highs.
IMPACT: Stopped declining sales resulting in losses at $2,000,000/yr. Improved the
bottom line by reducing cost in the region through lower account maintenance expenses,
lowering transportation costs, and streamlining the advertising by creating a cooperative
marketing campaign.
Implemented a program to cross sell product lines between two separate sales forces.
Researched key regional and national accounts to determine feasibility, initiated cross training of
sales reps, created a formal avenue for sharing information leading to the authority to represent
both divisions in key accounts:
IMPACT: Increased revenue growth by 34% and reduced costs by eliminating duplicate
expenses.
Originated a shift in marketing to convert a commodity product into a value added profitable
offering. Campaign included re-labeling the product, re-packaging the product and securing
stocking positions at distributors exposing the products to a different market segment, thus
increasing sales.
IMPACT: Increased profitability by more than 20%.
Developed the premise and slogan for CEO's newly formed "Chairman's Diversity Council" at
International Paper. Created a venue to harness the value of the diverse backgrounds of the
51,000 people on 5 continents and to recognize the opportunities available to them. My "Many
Voices, One Vision" campaign was selected over more than 1,200 entries company-wide and is
still in use seven years later with a new CEO.
IMPACT: Presented an award by then CEO, John Dillon in front of more than 1,000 of my
co-workers.
EDUCATION
Bachelors Degree - Wake Forest University
EMBA Certificate-Tulane University
STATEMENT OF PURPOSE: To employ over 20 years of progressively responsible and
successful sales and marketing experience in generating revenue and client development for a
dynamic industry in Houston, TX.
PROFESSIONAL EXPERIENCE
Senior Account Executive The CoStar Group Houston, TX 2007 - 2008
In charge of up-selling, training, and servicing over 150 accounts representing $1,100,000 in
yearly revenue. Met or exceeded $22,500 monthly quota of new revenue and added active users.
Prospected, presented, and closed new internet based IT subscription business. Maintained
exceptional customer service and training to assure satisfaction.
Top 6 producer with 96% renewal rate.
Senior Account Manager Avery Dennison Corporation Atlanta, GA 2003 - 2007
Managed national accounts for 4 of the top 7 corporate clients. Orchestrated sales and marketing
programs to generate steady revenue stream from divisional offices throughout the U.S. and
Canada.
Total national account sales in excess of $13,600,000, plus additional regional accountability of
$23,243,000, which grew every year in a declining industry
Developed and oversaw Distributor Incentive Programs to motivate both management and
individual sales personnel to promote Avery products over those of our competition.
Strategically created Buy, Sell, Want sales cycles with end-to-end marketing.
Business Segment Manager International Paper Charlotte, NC 1999 - 2003
Developed new revolutionary technology to enhance industry standard
Innovated premium brand by infiltrating unconventional markets.
Responsible for complete brand management, strategic product positioning, public relations,
developing creative printed collateral and web page design. Provided product management,
profitability analysis, and process control to generate efficient production
Senior Sales Representative Fraser, Incorporated Charlotte, NC 1995 - 1999
Managed $17,000,000 territory
Negotiated preferred supplier status with the largest printing corporations in North America,
generating over $500,000 of incremental sales.
Presented "Partners in Pride Award" for developing a cross-divisional sales program.
Penetrated corporate bureaucracy to locate decision-maker and cultivated repeat projects through
consultative selling to Fortune 500 corporations.
Using quantitative analysis, identified most profitable business scenarios. Improved product mix
Regional Manager Domtar, Inc. Atlanta, GA 1993 - 1995
Managed territory of distributors in the southeastern US
Established and expanded new geographic regions, qualified prospective distributors, devised
first ever supply chain initiative for the southern United States
Interacted on all levels of distributor and end user hierarchy in group and individual situations to
facilitate mutually beneficial sales programs. Drove product specifications at designer and printer
levels.
Regional Manager Zanders USA Atlanta, GA 1990 - 1993
Managed two regions of distribution for the import and sales of German product for $20,000,000
High concentration on promotion and sales of premium German product lines using a value
added approach. Built brand equity; created end user demand, and solidified relationships.
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